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    Relationship Selling

    ISBN-10: 0073404837
    ISBN-13: 9780073404837
    Author(s): Mark Johnston, Greg Marshall, Mark W. Johnston, Greg W. Marshall
    Buy it from: $41.06
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    List Price: $199.33
    Edition: 3rd
    Publisher: McGraw-Hill Higher Education
    Binding: Hardcover
    Pages: 480
    Size: 8.25" wide x 10.25" long x 1.00" tall
    Weight: 2.662
    Language: English

    Dr. Johnston is Professor of Marketing at the Roy E. Crummer Graduate School of Business, Rollins College in Winter Park, Florida. He earned his Ph.D. in Marketing in 1986 from Texas A&M University. Prior to receiving his doctorate he worked in industry as a sales representative for a leading distributor of photographic equipment. His research has resulted in published articles in a number of professional journals such as Journal of Marketing Research, Journal of Applied Psychology, and Journal of Personal Selling and Sales Management and many others. He is also co-author of Sales Force Management 6E (Churchill, Ford, Walker, Johnston, Tanner) published by Irwin McGraw-Hill. He has been retained as a marketing consultant for firms in the personal health care, chemical, transportation, service, and telecommunications industries. A partial list of organizations that Dr. Johnston has conducted market research for in the past includes AT&T, American Airlines, Walt Disney World, and the American Red Cross. In addition, he has consulted on a wide range of issues involving strategic decision-making, quality assessment, market analysis, sales training, and international market decisions. Finally, he has conducted a number of seminars around the world on a variety of topics including motivation, managing turnover in the organization, sales training issues, ethical issues in marketing, and improving overall sales performance.

    Greg W. Marshall, Associate Professor of Marketing at the University of South Florida, Tampa, FL. Greg has 13 years of selling and sales management experience and when he left the field to teach in 1986, he was the manager of the top selling performing ales district in the United States. His research focuses on sales force selection, performance and evaluation, sales force diversity, decision making by marketing managers, and inter-organizational relationships. He is the Associate Editor of the Journal of Personal Selling & Sales Management and currently serves as Special Guest Editor for a JPSSM issue on iquest;Strategic Issues in Selling and Sales Managementiquest;iquest;iquest;

    Preface
    What Is Relationship Selling?
    Introduction to Relationship Selling
    Using Information to Understand Sellers and Buyers
    Value Creation in Buyer-Seller Relationships
    Ethical and Legal Issues in Relationship Selling
    Recruiting and Selecting Salespeople
    Training Salespeople for Sales Success
    Salesperson Compensation and Incentives

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